Job Description
** This job is based in San Jose, California. Please do not apply if this location is not an option for you **
Create and deliver an on-boarding process for new channel partners for IP & Broadband networking solutions (PAIB).
Provide guidelines for evaluating, selecting and continuous certification of indirect channel relationships
Implement governance model for partners
Design and develop pricing models for channel partners
Define and document best business practices model required in an indirect channel model
Develop a global account model that will be sustainable for future growth and longevity major commercial partners
Develop and promote an Indirect Channel Model within key stakeholders
Develop a generic partner certification process in collaboration with competency development organizations to ensure the indirect channel program can support the PAIB pre and post sales obligations in it entirety.
Maintain a PAIB escalation point of contact for legacy channel business/account issues during the definition of a strategy and migration to Regional Sales model
Collaborate with the Services and the Sales teams to create a service business plan for partners
Collaborate, develop and role PAIB channel ready content in support of the channel program - sales programs, sales argumentation, commercial competency content
Skills
• Extremely strong Channel Sales experience. Must have set up Channel Sales Programs, not just managed them.
• Bachelors or Masters Degree, preferably in Science or BA
• 12+ years experience in telecommunications role
• 10 years in a IP industry management role
• Preferably, the candidate should have worked in a customer facing support role for at least 10 years.
• Extensive product, domain and industry knowledge are required.
• Extensive experience in working in cross functional teams.
• Outstanding program management skills
• Senior management leadership skills
• Process design and implementation skills
• Excellent written and oral communication skills
• Manage across functional groups within the organization
• Outstanding team building skills
• Track record of success in a sales or channel marketing organization and/or indirect channel program experience
• Able to influence decisions in a large corporation
• Ability to work independently on critical/confidential documents
• Able to create convincing arguments with companies best interest in mind
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